eBook: The Marketer’s Guide to Customer Expansion

Four Must-Win Moments for Keeping and Growing Revenue

If ABM is about acquiring and retaining the best long-term customers, the story you tell needs to include both acquisition and expansion messages.

Yet most companies spend less than 20 percent of their marketing budgets on customer expansion, even though existing customers generate 70-80 percent of their annual revenue in the form of renewals and upsells.

Customer expansion is a significant yet overlooked opportunity for marketing teams. But you can’t simply re-use the same demand gen messaging and content—research proves those tactics hurt your chances of winning key expansion opportunities like renewals and upsells.

Check out our new eBook and learn why taking a one-size-fits-all approach to your marketing strategy will backfire in critical situations like: